Lead - AI Unit

Location Name: Pune Corporate Office - Mantri

Job Purpose

We are looking for a consultative problem solver, not a product pusher. This role exists to understand real customer problems (including what they don’t say out loud) and design outcome-driven solutions using BFL products and partner ecosystems. Your success is measured by customer business impact, not number of meetings or slides created. You will operate at the intersection of customer, product, and partners, acting as the single thread that ties problem ? solution ? execution ? success.

Duties And Responsibilities

A- Minimum required Accountabilities for this role

• Customers achieve measurable business outcomes
• BFL solutions are adopted because they solve the problem, not because they were sold
• Product specialists and partners are pulled in only when they add value
• Trust is built with enterprise stakeholders through clarity, credibility, and results Success Metrics (This Is How You’ll Be Judged)
• Customer Outcome Success Rate - % of customers who achieve their stated business objectives
• Customer Satisfaction & Trust - Feedback from senior stakeholders on problem understanding and solution relevance
• Repeat Engagements / Expansion - Customers coming back because outcomes were delivered
• Solution Adoption Effectiveness - Actual usage and business impact of recommended solutions ?? Note: This role is not measured on number of demos, PoCs, or proposals created. B- Additional Accountabilities pertaining to the role 1. Customer Problem Discovery
• Engage with enterprise customers to deeply understand: o Stated business problems o Unstated / latent needs o Organisational constraints, risks, and decision dynamics
• Translate vague problem statements into clear, outcome-oriented problem definitions
• Challenge customer assumptions respectfully when needed 2. Solution Shaping & Advisory
• Design customer-first solutions using: o Relevant BFL products o Partner products / platforms where required
• Ensure solutions are: o Practical, implementable, and scalable o Aligned to customer business goals, not feature lists
• Clearly articulate why a solution will work, not just what it does 3. Product & Partner Orchestration
• Engage BFL product specialists for: o Demos o Proof of Concepts (PoCs) o Technical deep dives
• Coordinate with partner vendors (where tie-ups exist) to build best-fit solutions
• Act as the single owner of solution coherence, avoiding fragmented pitches 4. Customer Success & Outcome Ownership
• Maintain a customer-first mindset throughout the engagement lifecycle
• Stay involved beyond proposal/demos to ensure: o Solution adoption o Value realization o Business outcomes are actually achieved
• Proactively course-correct when solutions are not delivering expected results
  
  
  

• Should we sell this at all?
• Is the customer ready for this solution?
• Are we over-engineering to look smart?
• Is short-term revenue hurting long-term trust?
  
  
  

• Ability to read between the lines in customer conversations
• Comfortable navigating ambiguity and incomplete information
• Excellent stakeholder management across customers, products, and partnersBusiness-first mindset with sufficient technical depth to hold credible discussions What Will Make You Stand Out
• You’ve walked away from deals that wouldn’t help the customer succeed
• You think in business outcomes, not product SKUs
• You’re comfortable saying: “This is not the right solution for you”
• You can simplify complex solution landscapes into a clear narrative
  
  
  

• Qualifications
• Post Graduates with relevant sales experience of 7-11 years (also graduates with experience of 8-12 years may apply)
• Work Experience
• 7–11+ years in:
• Enterprise consulting
• Solution advisory
• Pre-sales / customer success in B2B or SaaS / platformsProven experience engaging with enterprise decision-makers
• Demonstrated success & achievement orientation.
• Excellent communication skills.
• Strong bias for action & driving results in a high performance environment.
• Demonstrated ability to lead from the front.
• Excellent relationship skills.
• Strong analytical skills to drive channel performance and drive profitability.
• Exceptionally high motivational levels and needs to be a self-starter.
• Who Should Not Apply a. Pure sales profiles chasing quotas b. Consultants who rely only on frameworks and slides c. People uncomfortable being accountable for outcomes